Prepared by: Miss Samah Ishtieh Negotiation Prepared by: Miss Samah Ishtieh Miss Samah Ishtieh 5/23/2018

Out Line Introduction Popular Assumption Definition Aim of Negotiation Negotiation Elements Criteria of Effective Negotiation Negotiation Approaches * Distributive / Competitive * Principled / Integrative Miss Samah Ishtieh 5/23/2018

Cont. Out Line Before Start Negotiation Phases of Negotiation Who is Effective Negotiator Habits of Merely Effective Negotiators ( Negotiating Mistakes to Avoid ). Mediation * Mediator * Mediator's Role * What Mediators Do Not Do * Strategies / Tools Miss Samah Ishtieh 5/23/2018

Every body negotiates all the time, at work, at home, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. If you negotiate with yourself, one of you is going to lose."-- Steven P. Cohen 2006 Miss Samah Ishtieh 5/23/2018

Negotiation Definition: Is the process of making joint decisions when the parties involved have different preferences. Miss Samah Ishtieh 5/23/2018

What is Negotiation? Process of trying to get your needs met by interacting with someone else also trying to get their needs met. Miss Samah Ishtieh 5/23/2018

Negotiation Also its most creative form is similar to collaboration and in its most poorly managed form may resemble a competing approach, it is used as a conflict resolution strategy. Miss Samah Ishtieh 5/23/2018

The Aim Of Negotiation - is to explore the situation, and to find a solution that is acceptable to both people. Negotiation Element: Process Behavior Substance Miss Samah Ishtieh 5/23/2018

Criteria for Effective Negotiation Quality Cost Harmony Negotiation Approaches Distributive/ competitive Principled integrative Miss Samah Ishtieh 5/23/2018

Distributive/ competitive Negotiation Focuses on “win-lose” claims made by each party for certain preferred outcomes. Can take competitive form in which one can gain only if the other loses. Miss Samah Ishtieh 5/23/2018

Principled-integrative Negotiation Uses a win-win outcomes to reach solutions acceptable to each party. No one should “lose”, and relationships should be maintained in process. Miss Samah Ishtieh 5/23/2018

Rules of Principled Negotiation Interest-Based Process. Creativity: the heart of problem solving. Involves a genuine partnership among the participants. Miss Samah Ishtieh 5/23/2018

Interest Based process: Principled Negotiation on the merits Fisher and Ury’s emphasized four principles: Separate the people from the problem. Focus on interests, not positions. Invent options for mutual gain. Insist on using objective criteria Miss Samah Ishtieh 5/23/2018

Separate the people from the problem. You are always dealing with people. Focus on the future. Base the relationship on accurate perceptions, clear communication, appropriate emotions, and forward looking outlook. When perceptions are inaccurate, look for ways to educate. When emotions run high look for ways to let off steam. Where there is misunderstanding, look for ways to better communicate. Miss Samah Ishtieh 5/23/2018

Focus on interests, not positions How do you identify interests? Look behind positions. Ask what is important to them, why it is important. Powerful interests are basic human needs. Security, economic well-being, recognition, control over one’s life. Safety, outside influences. Miss Samah Ishtieh 5/23/2018

Invent options for mutual gain The obstacles: Premature judgment Searching for the single right answer Thinking their problem is their problem Miss Samah Ishtieh 5/23/2018

Insist on using objective criteria Deciding on the basis of will is costly. How about an independent criteria Miss Samah Ishtieh 5/23/2018

Before, During, and After the Negotiation BEFORE 1. Be prepared mentally by having done your homework. 2. Determine the incentives of the person you will be negotiating with. 3. Determine your starting point, trade-offs, and bottom line. 4. Look for hidden agendas, both your own and the parties with whom you are negotiating. DURING 1. Maintain composure. 2. Ask for what you want assertively. 3. Role model good communication skills (speaking and listening), assertiveness, and flexibility. 5/23/2018

4. Be patient and take a break if either party becomes angry or tired during the negotiation. 5. Avoid using destructive negotiation techniques, but be prepared to counter them if they are used against you. AFTER 1. Restate what has been agreed upon, both verbally and in writing. 2. Recognize and thank all participants for their contributions to a successful negotiation. Miss Samah Ishtieh 5/23/2018

Before start Negotiation Goals Trading Alternatives The relationship Expected outcomes The consequences Power Possible solutions Miss Samah Ishtieh 5/23/2018

Phases of Negotiation Preparation/Analysis Planning Discussion Miss Samah Ishtieh 5/23/2018

Who is effective negotiator? The ability to see the situation as the other side sees it Understanding of the negotiating process. Feelings are important, recognize and understand where that person is coming from. Focus on win-win. Patience Willingness to experiment. Very creative. Be a partner in the solution. Keen listening skills. Listen actively. Speak for yourself, not them. Miss Samah Ishtieh 5/23/2018

Negotiating mistakes to Avoid: Neglecting the Other Sides Problems Letting Price clear other interests Letting Position Drive Out Interests 4. Searching Too Hard for Common Ground 5. Failing to Correct for at an angle Vision Miss Samah Ishtieh 5/23/2018

Mediation ( الوساطة ) An intervention into a dispute by an acceptable, impartial, and neutral third party, who has no authoritative decision-making power, but who assists the disputing parties in voluntarily reaching their own mutually acceptable judgment of disputed issues in a non-adversarial setting. The process of having a third party akin to an advocate best negotiators. Even though they may be advocating a position of negotiating an agreement in their interests, it is done in a way that the other participants feel the mediators working for them. Miss Samah Ishtieh 5/23/2018

The mediator Controls the process, not the outcome! Miss Samah Ishtieh 5/23/2018

Mediator’s Role: Remain neutral Build trust Control interaction Remain patient Be diplomatically persistent Gather information Identify interests and needs Generate Options Facilitate negotiation Facilitate Communication Act as interpreter Clarify needs as opposed to desires or positions Maintain a balance of power Separate the people from the problem Act as an agent of reality Identity perceptions Remain Non-judgmental Miss Samah Ishtieh 5/23/2018

What Mediators Do Not Do?? Mediators do not guess Mediators do not violate confidentiality. Mediators do not dictate the agreement terms. Mediators do not advocate for weaker participants. Mediators do not impose their values. 6. Mediators do not function as psychologists. 7. Mediators do not give advice, especially legal. 8. Mediators do not make promises they cannot keep. 9. Mediators do not enforce agreements. 10. Mediators do not lose self-control. Miss Samah Ishtieh 5/23/2018

Strategies/Tools Summarize Brainstorm Open-ended Questions Close-ended Questions Reality Test Silence Translate positions into Needs and Interests Reflective Listening Define vague or general terms “Always”/”All the time” Past History of interactions Miss Samah Ishtieh 5/23/2018

Strategies/Tools Use Diagrams Break down big issues into little ones Translate between the parties Keep parties focused Use imaginary Venting/Telling their story Miss Samah Ishtieh 5/23/2018

Strategies/Tools BATNA Best Alternative To a Negotiated Agreement The answer of: What will I do if an agreement can’t be reached? Miss Samah Ishtieh 5/23/2018

One psychiatrist has said that: Fighting Fires Without Burning Bridges Negotiation is a life skill. One psychiatrist has said that: Fighting Fires Without Burning Bridges Miss Samah Ishtieh 5/23/2018

Negotiating is not a skill that is easily acquired Negotiating is not a skill that is easily acquired. It takes time, effort and energy. If you want to improve your negotiating ability you must be ready to work at it. Invest the time learning the dynamics and science of negotiating. And be prepared to push yourself out of your comfort zone. (2007 Kelley Robertson). Miss Samah Ishtieh 5/23/2018

Thanks for best Negotiation Miss Samah Ishtieh 5/23/2018